Job Purpose
- To drive the business growth and expansion of the switching and processing business by the acquisition of new customers and the retention of existing customers for the business’ products and services.
- Drives penetration of Interswitch consumer services by identifying and selling solutions that meets customer needs in various consumer segments
Job Responsibilities
Strategy Development and Direction
- Develops the division’s sales, account management and business development strategy and ensure alignment with corporate strategy and business goals
- Articulates and seeks approval for the relevant structure for team success (process, people and systems) to support the goals and objectives defined
· Team Leadership and Development
- Provides guidance, support and direction to the team in carrying out their functions
- Reviews team performance
- Responsible for career development of team including evaluation and career planning.
- Guiding and mentoring team members on professional issues
Sales & Business Development
- Identifies strategies, objectives and action plans to improve short and long term sales earnings
- Communicates the sales strategy, direction and objectives to team members
- Identifies opportunities for business from new and existing customers and converts to sales
- Sells new or existing products into new or existing markets
- Works out strategies to win customers from competition
- Deepens customer relationships
- Generates demand for our services by creating awareness at potential customers
- Leads efforts to identify new needs that can be developed into new products or services depending on the client’s needs.
- Ensures the active usage of the CRM tool for managing the sales process
- Monitors and analyzes customer information to facilitate and validate our sales plans
- Follows up on leads and opportunities
- Develops proposals; reviews and approves team members proposals
- Presentation preparation and delivery
- Analyzes sales performance results and develops initiatives to bridge any possible gaps
- Actively oversees the communication and interaction with end-customers
- Delivers company strategic objective by influencing customer behaviour through communication and direct engagement
Market Research
- Conducts periodic research on market trends
- Evaluates market penetration of switching and processing products and services
- Keeps abreast of market and industry trends
- Makes use of insights from market research to inform strategy and direction and also strengthen decision making process.
Account Management
- Receives feedback from customers for improvement of products and services
- Carries out post-sales engagement: visits customers to discuss on how to improve services
- Builds relationships that are of value with the customers
- Learns what the competition is doing in terms of positioning, customer experience, pricing, their alliances, credibility, etc.
Operational/ Admin Responsibilities
- Reviews weekly reports submitted by the Team Leads for onward submission to the CEO
- Analyses Financial performance against the budget
- Assists Finance in monitoring financial receivables
- Responds to correspondence
- Handles customer or partner inquiries
People Management
- Participates in interviews for the selection of suitable staff for the department
- Coaches, advises and evaluates the performance of staff ensuring strict adherence to disciplines procedures
- Reviews / evaluates staff commendations provided by customers for inclusion in their performance feedback reports
- Provides guidance to staff in resolving complex or sensitive problems
- Maintains and promotes positive employee relations in the work environment
KEY PERFORMANCE METRICS
Performance Area
Performance Indicators
Financial Perspective
- Sales Revenue (Revenue Vs. Budget)
- New Project Sales
- Revenue from Switching & processing
- Gross Margin on Project Sales
- Transaction Revenue from New Sales
- Receivables Management (days sales receipt outstanding)
Customer Perspective
- Number of customers won per product and service line
- Number of new products and services sold
- Number of cross-sales into existing customer account [multiple products]
- Number of up-sales into existing customer account [additional card programs]
- Number of successful sales into new market
- Retention of customer base
- Contracts executed with all customers for all services
Internal Process Perspective
- Quality and availability of a sales pipeline
- Effective utilisation of a professional sales framework
- Effective Utilisation of CRM (opportunity visibility)
- Have up to date competitive analysis
- Availability of up to date revenue & product tracker documents
- Service improvement based on received customer feedback
Learning & Growth Perspective
- Adherence to IDP (individual Development Plan)
- Job Enrichment initiatives achieved
- Staff satisfaction within team
EDUCATION AND EXPERIENCE
Academic Qualification(s):
- A good degree in Sales & marketing or Sciences from an accredited University
- MBA is an advantage
Professional Qualification(s):
Experience (Number of relevant years):
- 5 years relevant experience
KEY SKILLS AND COMPETENCIES
1. Understanding and application of the Miller Heiman’s sales process and methodology
2.Business / Sales presentation preparation and delivery
3.Proposal/Business Case Development
4. Strong knowledge and appreciation of ICT and the e-commerce/payment industry
5.In- depth knowledge of all Switching & Processing products and services
6.Knowledge of Interswitch’s’ products and services
7.Market & Customer Understanding
8.Strategic and consultative selling
9.Business Modeling
10.Investment & Financial Analysis
11.Business Analysis
12.Market Analysis
13.Business writing skills
Competencies
1.Leadership and people management skills
2.Customer Relationship Management
3.Information Gathering & Analysis
4.Influencing/Negotiation
5.Budgeting
6.Business acumen
7.Teamwork and collaboration
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